Making Negotiation Win-Win
Monday, 9 Apr, 2018
Making Negotiation Win-Win

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve.

Questioning Questions
Sunday, 1 Apr, 2018
Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers.

How To Help Buyers Shift Their Status Quo
Monday, 26 Mar, 2018
How To Help Buyers Shift Their Status Quo

I’ve recently heard sales folks complain that the status quo was

I Hear You My Way
Monday, 12 Mar, 2018
I Hear You My Way

I recently got an email from a subscriber complaining that although he’d read and learned a ton from my articles over the years,

Asperger’s put to work: an essay on coding choice and decision making
Monday, 5 Mar, 2018
Asperger’s put to work: an essay on coding choice and decision making

I wasn’t diagnosed with Nonverbal Learning Disorder – NLD, similar to

Why Building Relationships is an Unsuccessful Sales Technique
Monday, 26 Feb, 2018
Why Building Relationships is an Unsuccessful Sales Technique

In 1937 Dale Carnegie published his celebrated How to Win Friends